From Solo to Chorus
Posted by commadmin on Jan. 1, 2016 / Subscribe 0
By: Virginia McCoy, Ingenuity Marketing Group
Speaker: Dean Hyers, SagePresence
Summary
Dean Hyers shared his perspective on what you and your leadership team can do to raise the business development communication bar. An organization-wide shift in communication that gets everybody in the chorus of voices singing your firm's value proposition begins with leadership. And it culminates in the entire organization willingly, actively, and successfully taking on the challenges of business development that consistently raise the bottom line.
Key Takeaways
- You can't sell professional services without selling the people who deliver the services.
- Consider using DISC Personality Testing or True Colors for identifying personality types within your firm. Once these are identified, you can adjust how you approach business development with your team.
- Influential storytelling needs confidence, dynamism and emotions in the delivery.
- Those who can project warm confidence in vulnerable circumstances appear worthy.
- Leaders make three times more eye contact than followers. Eye contact is key for showing confidence.
- Appreciation lessens anxiety. Resisting anxiety makes it scary. See diagram here.
- The client should be the main character in the story your firm is telling. (Don't worry, you get to be the hero.)
- Don't focus on the solution, focus on the problem and the outcome. Use a story structure of Problem-Solution-Outcome to tell the story.
Dean shared five steps to transforming your team into seller-doers in a recent article of Marketer, the bimonthly journal of SMPS. A subscription of Marketer is included in your SMPS membership. Join today!
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